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Considering the obvious effect negotiated discounts have on revenues and profits, you’d think they’d be subject to careful planning and vigilant oversight. Our research in the software industry, however, indicates otherwise. On a deal-by-deal basis, these discounts are given a lot of attention in the moment. But there’s little strategic thinking before the fact and […]

I. The Hiring Decision, 11-1-89 Greg van de Water leafed through the applications one more time. After weeks of interviewing, he had narrowed the field to two young men, both of them internal candidates seeking promotion to Greg’s sales and customer service team. Hiring, he believed, was the most important decision he made as team […]

Seven years ago, Bank of America launched Neighborhood Builders®, a program that provides grants and, more importantly, leadership training to managers of “high-potential” non-profit organizations in the communities where the bank does business. The rationale was straight-forward: thriving neighborhood groups create more vibrant places to live and work, which translates into a better environment for […]

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